I had the opportunity today to listen in on a proposal for phone and internet service for one of my small business clients. What amazed me was how the salesperson did not listen to my client. They were offering phone and internet service with a bunch of bells and whistles that did not interest my client – for the same price. In fact, in the end, a switch would have cost my client more because of the costs involved in moving their web site and reconfiguring their email accounts.
Are you listening to what your clients want?